National Director of Sales – Retina

Thea Pharma Inc.•Waltham, MA

22d•$185,000 - $300,000•Remote

About The Position

The National Director of Sales, Retina will lead the strategic build, launch, and commercial execution of Thea’s expanding Retina portfolio. Reporting directly to the Retina Business Head, this pivotal leadership role is responsible for architecting and executing the commercial sales strategy, culminating in the historic launch of Théa’s first buy-and-bill product, CYKLX. The ideal candidate is an entrepreneurial, high-performing sales executive with deep roots in the retina and buy-and-bill space. You will build a world-class retina sales team from the ground up, establish foundational commercial architecture, and spearhead executive-level engagements with private equity-backed retina platforms and major academic institutions.

Requirements

Bachelor’s degree required; Advanced degree (MBA, MS) preferred.
10+ years of pharmaceutical/biotech commercial experience, with at least 5 years in a dedicated sales leadership capacity.
Proven track record of success in the retina spaces is strictly required.
Deep operational understanding of buy-and-bill dynamics, specialty distribution, ASP economics, and retina reimbursement models is essential.
Demonstrated success leading a national or large-scale regional product launch, ideally introducing a first-in-class or franchise-establishing asset.
Existing relationships with C-suite executives at major private equity retina platforms and key opinion leaders (KOLs) at major academic eye centers.
Ability to travel nationally up to 75% as required to support team building and key accounts.

Responsibilities

Partner with Executive Leadership: Work in lockstep with the Retina Business Head to align sales objectives with overarching corporate and portfolio strategy.
Build a World-Class Team: Recruit, hire, train, and inspire a high-performing national retina sales team characterized by technical expertise, clinical credibility, and a culture of accountability. Instill a culture of accountability, continuous learning, and high engagement.
Incentive Compensation & Performance: Partner closely with the VP of Commercial Strategy & Analytics to support the design, implementation, and ongoing optimization of a compliant incentive compensation (IC) plan that enables a competitive buy-and-bill market launch.
Territory & Target Mapping: Partner with commercial strategy and analytics leadership to support territory design and target mapping strategies, helping optimize resource allocation and physician targeting across key retina accounts.
CRM Platform: Collaborate with the Commercial Data Analytics team to provide business input on CRM enhancements, helping ensure the platform supports the unique workflows and needs of the retina sales team.
Medical Collaboration: Partner closely with the Medical Affairs team to identify educational needs.
C-Suite Private Equity Engagement: Direct and execute a sophisticated corporate account strategy targeting private equity-backed retina management organizations and large consolidated practices.
Academic Center Identification: Systematically identify, profile, and establish institutional engagement strategies for top-tier academic medical centers and influential retina fellowships nationwide.
Launch CYKLX: Collaborate closely with Marketing and Training leadership to design and execute a flawless go-to-market plan, delivering robust clinical messaging and field readiness for the launch of CYKLX
National Pull-Through Wins: Partner intimately with the Market Access Team to turn payer coverage wins into immediate, field-level pull-through opportunities.
Hub & Reimbursement Strategy: Work hand-in-hand with Reimbursement Leadership to construct and optimize a dedicated patient hub, ensuring seamless workflow fulfillment for both commercial and patient support needs.